In this article, you will learn what is discovery call template, why you need one and much more.
We have been doing discovery calls for a while now and I thought it was time to create a template. So here it is! You can use this template to set up discovery calls with any number of people you'd like.
A discovery call template is a record and play session with one or more people from your organization. In general, it's an exercise in community building that has been going on for decades among the executives of human resources departments at corporations and universities.
But many companies now use this process to facilitate relationship-building, especially after they've changed their executive management teams (ERT) — what we refer to as EFT: Employee Retention Team meetings.
The word discovery has at least two meanings in this context, so let's unpack the difference. A discovery call template means that you can independently create these calls; it doesn't require a pre-built script or formal process to be followed.
It also refers specifically to what I'm creating here: an Excel spreadsheet full of completed questions and templates for calling—split into categories based on employee groupings — from different subjects like companies, products , brands and so forth.
Ultimately, all the questions you'd ask would come from notes written at least one month before your upcoming company visit on whatever facts you know about that group of employees to be in that office or department.
Also, if any question arises during a discovery call with which I have no template by default for a subject matter (like "How many people use X product?")It comes as an input textbox in my spreadsheet.
Stick with the templates, that's my advice. The template is valuable only insofar as you immediately know how it will be used before getting into the call; but make sure during your intro meeting that everyone agrees there are no surprises for attendees — e.g., this decision about using some particular discovery Call Template and not another one (which reflects different company mission / vision etc).
What will happen on the discovery call? You'll have to answer these questions during your discovery calls: The time typically takes 45 mins–1 hour, depending a little on how many people you can get on the line and how fast everyone arrives at mutual topics.
What attendee roles are there in that office / department — such as CEO level folks, other executives , non-execs (support) or engineers/coders /devs etc. What are their roles and responsibilities , in general — what reports do they have to give to others, Where are the various boundaries between them?
To whom will they report / who has jurisdiction on somewhat annoying issues like bugs in software or most cases of poor performance at work (if so). How many companies they do business with; which ones?
Which products you review can be resources for answering some questions shortlisting new items— compare answers on objective characteristics and information that you have, e.g., sales figures from the course of the last 12 months or year before.
Use web-scraping tools to get this info— it will save a few hours but not much if the data has already been collected elsewhere by the call attendees" I propose we use Discovery Call Cards as one way of working around my lackadaisical approach when it comes to discovery calls.
In order to make the most of a discovery call, you need to know how to structure it. This template helps you get started and gives you some ideas for what to discuss with your candidate.
#1: How Do I Set Up a Discovery Call?
Getting started on a discovery call is easy.
To get the conversation going, you first need to set up an inbound call from your CRM. When you’re ready, send out your initial appointment request.
If there are any issues with the appointment request or it gets pending for some reason (perhaps because this person is already booked), give me a shout at
I'll contact them and try to move things along so we can get started ASAP! You should do that as fast as possible before they move onto another person.
You also need to get a hold of the candidate and ask them to join your call too (see next step). We highly recommend that they complete as much information in advance as possible, including their resume or CV if you are required by law.
They don't want problems on day 1 either – remember to make it easy for them! If there's any information missing at the moment which may cause issues later, let me know through my appointments or speak personally with your candidate, and I will help you to get it all caught up as fast as possible.
Considering the importance of having a complete discovery set-up completed before moving onto hiring stages, please also make sure that our candidates know about this in advance!
They actually improve their chances for success if they have everything organized ahead of time and are able to show how we can benefit them by sharing with us more information than what may seem typical of their current role.
#2: How Do I Ask Them to Join My Discovery Call?
What if they don't want to join your call… hmmm … you might have a few options depending on whether or not the appointment was cancelled or failed due to time restrictions (see next step).
READ THE RULE: Appointment requests must be submitted no later than ONEbiz time PHONE CALL DAY in order for us to attempt an appointment setup with a candidate. With that in mind if you are unable or unwilling to send me an appointment request following our 1st meeting, please let me know right away so we can look at what's holding them back, and perhaps even change the date or time of your appointment accordingly… I'm looking forward to making it easy for you here!
And remember – this is just my practice when calling people up! There's no magic formula involved and sometimes I will call multiple times if the situation doesn't seem to be improving .
How do we schedule an appointment? Upon scheduling with any candidate, on day 2 and until your next scheduled request is approved or cancelled, you'll need to appoint a new time for either: 1) To join my discovery (aka – FREE consultation)! OR 2) for me personally (or our system via email). Please note that rescheduling appointments.
#3: Ask disqualifying questions.
It’s important to develop a good rapport with the prospect. But if they do not match up, it’s okay to ask a few questions:
Do you see any problems with what I said? If so, please share those insights here.
Why don't you suggest some other solutions? What products or services do we talk about that we might need to spend our time evaluating?
If there are no objections and they seem enthusiastic, continue by asking them if they would be willing to take action right away. A common sales process is for Sales Reps who close one deal sign
#4: Finalize the prospect.
Don’t ask questions that can be answered with a simple yes or no. For example, don’t say something like:
Can you tell me how much you make in salary? If they answer “Yes,” it means they already know the answer and won't want to talk about it anymore. Don't ask leading questions such as "What would happen if the project failed?" and wait for more expected information from them before asking what might happen if their project failed.
For the sake of brevity, I’ll focus solely on a discovery call that yields a sales order.
The first reason is because an important step in any sale process is qualification and it happens in the discovery call. After all, we don’t sit down with our friends over coffee for 10 hours to find out that they hate long walks on the beach (and then invest two years of blood, sweat, and tears into helping them develop content-marketing strategies). We need to qualify them prior to hand.
The discovery call provides a great opportunity to help your prospect understand what they’re buying into. If you don’t explore their challenges and issues, it will be hard to provide them with the solution you are selling — that is, if you actually have one.
You can use this opportunity to catch red flags in their background or solicitation process so that you can address those challenges before moving forward with the sales process.
On top of this, a good discovery call establishes authority for yourself early on in the sales process so that your prospect respects what will come next from your side of things
As I mentioned earlier, getting to that point is important because it defines the tone of the entire sales process. It determines whether you’ll be able to establish a relationship that moves products across the line and allows you or your partner to make money. If there are any problems along the way, you don’t want them coming up in post-sale interactions.
Digging deep into pre-sales processes without establishing those parameters upfront isn't going to end well for anyone. The discovery call helps define how long each subsequent discussion will take and when decisions need to get made — including
In order for you to qualify a prospect and make them a good fit, it’s important that you understand what they need from the vehicle that will solve those needs. You’ll also want to know their time constraints and the reason why.
The more information about your prospect that you understand before calling, the better your chances of closing the deal. Here are some reasons why discovery calls are so important:
You get value-added questions in every call by asking people basic questions during discovery
One question can reveal relevant information — one answer right at 100%. If a buyer has an issue
1.How do you structure a discovery call?
A discovery call is when you talk to a potential prospect over the phone. You need to find out more about them and their business, so you can decide if they are a good fit for your company.
You need to be prepared for this call and have some key questions ready that will help you guide the conversation in the right direction.
The first thing that comes into mind is:
2.What do you say in a discovery call?
In a discovery call, you have to be prepared to share your expertise and knowledge with the interviewer. You should prepare answers to the following questions:
The best way to make your discovery calls better is by using a call tracking tool.
This will allow you to know exactly how many people have seen your video and what they thought of it.
3.What is the purpose of this discovery call template?
The purpose of this template is to give the interviewer some basic information about you so that they can start the interview on a more personal level.
There are two types of discovery calls: Pre-screening and Discovery Calls. The difference between these two is that in pre-screening, you will be asked general questions such as why do you want to work at this company or what qualifications do you have.
In discovery calls, you will get an opportunity to share your story with the interviewer. They may ask about your background and why you decided to choose this particular job over others. You should also answer any other questions that they might have in order for them to get a better understanding of who you are and what kind of person they are hiring for their company.
4.How do I make a coaching discovery call?
A discovery call is a great way to get more information about coaching. It allows you to ask questions and find out what's important to your potential coach.
To make a discovery call, follow these steps:
In conclusion, a discovery call is a call used by an agent to test the interest of their prospect in purchasing your product. This call can be done over telephone, email or any other form that allows you to conduct business efficiently.
During this discovery call, you should aim at achieving one goal: make your prospects understand why they need your product and how it would address their needs/problems as well as demonstrate or sell them on why they will benefit from buying said product instead of another.
